New Sales. Simplified. : The Essential Handbook for Prospecting and New Business Development

The lifeblood of your business is a constant flow of new accounts...no matter how much repeat business you get from loyal customers.Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.In New Sales. Simplified., you will learn how to:Identify a strategic list of genuine prospectsDraft a compelling, customer focused “sales story”Perfect the proactive telephone call to get face to face with more prospectsUse email, voicemail, and social media to your advantagePrepare for and structure a winning sales callMake time in your calendar for business development activitiesNew Sales. Simplified. is about overcoming and even preventing buyers'anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You’ll learn how to:

• Identify a strategic, finite, workable list of genuine prospects

• Draft a compelling, customer-focused “sales story”

• Perfect the proactive telephone call to get face-to-face with more prospects

• Use email, voicemail, and social media to your advantage

• Overcome—even prevent—every buyer’s anti-salesperson reflex

• Build rapport, because people buy from people they like and trust

• Prepare for and structure a winning sales call

• Stop presenting and start dialoguing with buyers

• Make time in your calendar for business development activities

• And much more

Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.

Contents Foreword by S. Anthony Iannarino Acknowledgments Introduction Chapter 1: Sales Simplified and a Dose of Blunt Truth Chapter 2: The "Not-So-Sweet 16" Reasons Salespeople Fail at New Business Development Chapter 3: The Company's Responsibility for Sales Success Chapter 4: A Simple Framework for Developing New Business Chapter 5: Selecting Targets -- First for a Reason Chapter 6: Our Sales Weapons: What's in the Arsenal? Chapter 7: Your Most Important Sales Weapon Chapter 8: Sharpening Your Sales Story Chapter 9: Your Friend the Phone Chapter 10: Mentally Preparing for the Face-to-Face Sales Call Chapter 11: Structuring Winning Sales Calls Chapter 12: Preventing the Buyer's Reflex Resistance to Salespeople Chapter 13: I Thought I Was Supposed to Make a Presentation Chapter 14: Planning and Executing the Attack Chapter 15: Rants, Raves, and Reflections Chapter 16: New Business Development Selling Is Not Complicated Index No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results. In New Sales. Simplified. , you will learn how to: New Sales. Simplified. is about overcoming and even preventing buyers anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them. Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business. Foreword / by S. Anthony Iannarino Introduction Sales simplified and a dose of blunt truth The groundwork for a simple sales model The "not-so-sweet 16" reasons salespeople fail at new business development The company's responsibility for sales success A simple framework for developing new business Selecting targets : first for a reason Our sales weapons : what's in the arsenal? Your most important sales weapon Sharpening your sales story Your friend the phone Mentally preparing for the face-to-face sales call Structuring winning sales calls Preventing the buyer's reflex resistance to salespeople I thought I was supposed to make a presentation Planning and executing the attack Rants, raves, and reflections New business development selling is not complicated Index. A must-read for sales reps, managers, and professional-services execs looking to do right by loyal customers--and profit from an influx of new accounts. Shares examples and anecdotes and offers a framework to successfully develop new business